The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics (PDF)
(Sprache: Englisch)
The objective of this study is to provide a metric that helps to assess the solution readiness status of a firm's sales force. Sales are often considered as part of a marketing strategy. It will be analyzed to what extent this perspective is justified and...
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The objective of this study is to provide a metric that helps to assess the solution readiness status of a firm's sales force. Sales are often considered as part of a marketing strategy. It will be analyzed to what extent this perspective is justified and how this is influenced by the emergence of solutions. Besides, an overview about the sales marketing interface will be given to raise the awareness of this topic. Furthermore, this study will increase the understanding of the reader about applied metric concepts in marketing departments that can be found in existing firms today. It will be demonstrated how shareholder value influenced the design and why these metrics are not aligned with the latest study of firm value.
Autoren-Porträt von Julien Schnerrer
Julien Schnerrer is engaged in the telecommunication industry for many years. After his early engineering career, he held various positions in B2B marketing and sales at the telecommunication industry. While working, Julien Schnerrer studied ¿Internationa
Bibliographische Angaben
- Autor: Julien Schnerrer
- 2014, 1. Auflage, 76 Seiten, Englisch
- Verlag: Diplomica Verlag
- ISBN-10: 3954895919
- ISBN-13: 9783954895915
- Erscheinungsdatum: 01.02.2014
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- Dateiformat: PDF
- Größe: 1.10 MB
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Sprache:
Englisch
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